News and Updates


Negotiating Leverage is Dictated by Alternatives: Yours and Theirs

You are in the jungle and are suddenly bitten by a poisonous snake. You will not survive unless you receive an antidote within one hour. You panic until you are assured that a local businessman, Joe, has the antidote. When you ask Joe for help he asks you how much you are willing to pay ...

Why are There No Landlord Only Brokerage Firms?

There are scores of “tenant only” brokerage firms around the country and hundreds of brokers who have dedicated their careers to representing only tenants. Thousands of companies have chosen to work with these firms and brokers because they believe there is an irreconcilable conflict of interest when brokers attempt to represent both landlords and tenants ...

The Lost Art of Negotiation

A very wise mentor of mine once told me that when a seemingly smart and rational person takes a seemingly irrational position in a negotiation, it can be explained in one of two ways: either the person is not as smart and rational as you thought they were or, more likely, they have a hidden ...

Why Landlords Do More to Get Tenants Than to Keep Them

When you look at leasing comparables for particular building, one consistent pattern invariably exists – renewing tenants don’t achieve the same deal that new tenants receive. Tenants often believe that because they are a good, rent-paying tenant that their landlord surely wants to keep them on favorable terms. Many tenants don’t realize that landlords view ...

Why Landlords Only Want Tenants to Focus on Lease Rate

The average lease contains 25,000 words, so why do many tenants only focus on one? Rate. Landlords focus tenants on the rate, and as a result, the rate is the most common term tenants and their business advisers focus on when discussing their leases with each other. Tenants need to go beyond landlord marketing tactics ...

A Successful Lease Negotiation is more like Calculus than Basic Math

Think back to high school math; it probably started with algebra and ended with calculus. Up until calculus, your math homework may have been easy; if you were so inclined, you could look up the answer in the back of the book and be done with it. This easy road came to dead end, however, ...

Five Things You Can’t Afford To Overlook Before Signing Your Lease

When it comes time to sign a lease on new office space, you’ve undoubtedly put considerable thought and countless hours into finding the perfect space. You have every reason to be excited about signing the lease and getting the show on the road. However, in your excitement, it’s vitally important to be certain that you ...

Tenant Representation: A Serious Hiring Decision

Most companies and organizations undergo a thorough process for selecting an employee. Whether for the position of Chief Financial Officer or Receptionist, a carefully designed evaluation is conducted. Hire slowly and fire quickly, as the saying goes. So why should the decision to hire a tenant representative to manage a process encompassing your second largest expense be any ...
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